Create sales and marketing alignment and improve revenue

Change is needed and it has to start somewhere. But rather than implementing change, many marketing and sales organizations continue to point the finger at each other passing blame for unqualified leads or lack of follow-up on leads that have been distributed. Or there may also be perceived obstacles in the way such as budget, executive resistance or lack of resources. Any of these can hamper even the best-laid plans for process change. To overcome these obstacles, marketers need a way to quickly identify specific lead management issues so they can move their organizational mindset from being one of resistance to one focused on process change.

A Lead Management Workshop may be just the catalyst needed to align your organization and achieve executive buy-in. In this one and a half day workshop, The Annuitas Group leads marketing and sales stakeholders through an interactive, high-level audit of current lead management processes. We walk through each step within the Lead Management Framework™ – data, lead planning, lead qualification, lead routing, lead nurturing, content blueprint and metrics – and provide the opportunity for your teams to disclose issues, discuss gaps in the process and identify opportunities for improvement. Once the interactive workshop has concluded, The Annuitas Group consultants will review the findings with key stakeholders, prioritizing initiatives and identifying next steps. The end goal is to provide a catalyst event that creates alignment between marketing and sales, gains executive buy-in and provides a starting point for a more comprehensive lead management audit.

The Lead Management Workshop includes:

A one and a half day on-site workshop led by senior-level consultants from The Annuitas Group that reviews your current lead management process

Facilitated discussion that adheres to The Annuitas Group’s best practice methodology for implementing a Lead Management Framework

A workbook for each participant that outlines the methodology and provides the opportunity to document key findings along the way

A review of the findings from the interactive workshop with up to two key stakeholders

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Other products and services from The Annuitas Group

We become a virtual member of your team to ensure your organization is maximizing your marketing automation investment and utilizing it to bring efficiency to your lead management process.
The Marketing Automation Optimization service offering includes our expertise in helping to facilitate the implementation of marketing automation software from a process perspective.

This includes reviewing your current lead management process, defining process and technology requirements, identifying potential vendors, scheduling demos, securing pricing, and making recommendations on both the final vendor selection and implementation planning.

Even after the implementation of the Lead Management Framework, some companies choose to benefit from The Annuitas Group’s on-going, third party insight and expertise on lead management issues.
Through regular reviews, meetings and working sessions with stakeholders, we assist in maintaining “best-in-class” status, upholding a measurable impact on revenue and enhanced ROI.

You may or may not have the internal resources to dedicate to implementing a new lead management process, but one thing is for sure – you want to get it right the first time and maintain the momentum and organizational alignment that effective process creates.

Recent research by Gartner, Aberdeen Group and other analysts confirm that creating a documented, standardized lead management process is the fastest way to increase marketing and sales effectiveness.
That’s why The Annuitas Group has created six distinct lead marketing service offerings to assist you in every phase of evaluating, developing, implementing and executing a Lead Management Framework™.

Having a Lead Management Framework in place will help marketing generate more qualified leads, shorten the sales cycle, and ultimately lead to increased revenue and profitability.
A Lead Management Audit by The Annuitas Group serves to help clients “know what they don’t know” by walking through and examining every step of the Lead Management Framework.